Quiz 6: Developing Your Reseller Pricing Policy

We described the first step in developing a reseller pricing policy as identifying the problem. Select all answers that describe common scenarios a manufacturer might be hoping to resolve with a reseller pricing policy.

We pointed out that as you draft your policy’s language, you’ll need to keep in mind two strategic objectives at the same time. One of these objectives is to make your policy address all of the key business details. What was the other objective?

You will want to supplement your pricing policy with an Authorized Dealer Program only if your company sells to retailers through a distributor/wholesaler network.

We pointed out that it is perfectly legitimate—and often beneficial—for a manufacturer not to include every product in their catalog in their reseller pricing program. But can you remember two examples of things we said you’ll always want to protect with these policies?

We described several potential “villains” along the distribution channel that can lead to problems with your products’ pricing on the retail market. Below, select the correct answers that describe two of these potential villains.